TRAINOSE S.A. The Critical Link in the Global Supply Chains from the Far East to Southeastern and Central Europe Prof. Thanasis Ziliaskopoulos TRAINOSE S.A. President and C.E.O.

is publically owned and the only rail operator in Greece It performs 330 line services With less than 900 employees 150 Freight & shunting locomotives 3000freight wagons fulfilling UIC standards Locomotive MLW Α-450 Power: 1.200hp (890kW) ~ 2,750hp (2,050 kW) Drive Shafts number : 6 Locomotive MLW Α-504, Α-506 Power: 3.000hp (2.240kW) ~ 3,600hp (2,680 kW) Drive Shafts number: 6 Containers 40 ft (width 8ft 6ins, ISO standardized) και 45 ft (high cube, pallet-wide) on wagon type 362

at a glance: We move approximately 4 million tons annually which is equivalent to 150 thousand trucks with minimal environmental impact Excellent safety record with no fatalities from freight rail operations in 2012 TRAINOSE was not affected significantly from the financial crisis 2012 Revenue 141 million € , EBITA 1.2 million € We are one of the leanest publicly owned rail company in Europe with less than 3 employees/line service (EU average is 5) We operate since 1860 for more than 150 years We are not new to serving ports: since 1950s (under the umbrella of OSE), it has been pulling 10 trains a day out of the Port of Thessaloniki

Income Statement 2008-2013 IN € Year 2008 Year 2009 Year 2010 Forecast 2013 SALES 91.086.438 96.462.009 94.715.779 84.636.087 83.280.305 89.000.000 Revenue from Intercity Passenger Services 51.984.000 51.730.009 55.345.212 46.937.869 48.069.044 50.000.000 Revenue from Suburban Services 11.649.340 12.342.000 12.980.567 15.499.737 15.333.091 15.000.000 Revenue from Cargo Services 27.453.098 32.390.000 26.390.000 22.198.481 19.878.170 24.000.000 Public Service Obligations Other Services 8.934.098 9.234.512 5.679.228 7.465.453 7.500.000 Total Revenue 100.020.536 105.696.521 103.950.291 140.315.316 140.745.758 146.500.000 EXPENSES In € Personnel Expenses 124.009.000 123.879.000 93.900.900 49.268.756 35.231.632 30.000.000 Maintainance of Rolling Stock 44.234.000 45.908.087 34.600.090 23.202.461 19.175.000 20.000.000 Fuel 42.120.549 43.980.988 33.775.009 25.705.538 25.543.168 26.000.000 Electricity 3.432.098 4.927.000 5.409.000 7.566.032 6.237.305 8.000.000 Rental of Rolling Stock 36.093.000 35.639.000 33.639.000 23.000.000 18.888.172 18.000.000 Use of Infrastructure 32.109.900 32.012.000 29.012.000 18.029.654 18.050.000 19.000.000 Other Operating Expenses (cleaning, security, RIV, rentals) 50.591.924 49.870.670 37.200.000 27.113.911 16.351.240 Συνολικά έξοδα 332.590.471 336.216.745 267.535.999 173.886.353 139.476.517 139.000.000 EBITA -232.569.935 -230.520.224 -163.585.708 -33.571.037 1.269.241 3.500.000

at a glance: We operate on a 2500 km rail network in Greece

And we are interoperable with all networks from Aegean to the North Sea

Global Supply Chains, Port- Hinterland Interactions and the Role of Railways

What does Rail mean to the Port Competitiveness ? Out of the 100 largest ports of the world 20 are pure transshipment Ports with no hinterland to serve (Singapore 20 million TEUs, Jebel Ali, Dubai with 11 million TEUs ) The rest 80% of the Ports are relying on rail and barges to serve their hinterland (Los Angeles/Long Beach receives 15 million TEUs and 10 million is moved inland by rail; even New York 4000 km away is considered hinterland to LA/LB Port!) LA/LB dominates container traffic due to the effective connections to rail corridors Northern European Ports (Port of Hamburg, Antwerp, Bremerhaven, Rotterdam) receive almost 30 million TEUs and almost 1/3 of them go out by rail and 1/3 by barges; the rest is transshipped or moved by truck; its effective hinterland include even the Balkans and Mediterranean Ports 2500 km away! Peraeus Port today operates mostly as a transshipment port serving other major Mediterranean, Middle East, Northern Africa and Black Sea Ports; its hinterland is limited to the Greek territory of less to 500 km radius served by truck A recent ITF/OECD study (by Deloitte) estimates almost 3 million TEUs are destined to Central Europe from the Northern Ports another 1 million TEUs by other means (e.g. Port of Koper in Slovenia and Port of Costanza in the Black Sea) and at least 2 millions are exported from these regions back to Asia, Middle East, Northern Africa and Black Sea Region. None of these 5 million TEUs goes through Piraeus!

The Strategy of the Port of Hamburg, Germany (1) The Port of Hamburg few years ago bought 80% of the shares of the Czech Railway Operator METRANS In less than 10 years they constructed 9 railway intermodal terminals acting as dry ports the latest Terminal KREMS AN DER DONAU (AT) and Česká Třebová (CZ) Recently METRANS started line services to the Port of Koper, SL mostly with reposition of the empties

The Strategy of the Port of Hamburg, Germany (2) Part of the Speech of the Hamburg Senator for Economic Affairs Frank Horch on 13 Jan 2012: “The Port Railway is an extraordinarily important element of the port’s connection with the hinterland, and it is indispensable for rapid and efficient transportation of the goods transhipped through the port. Today, more than 30 per cent of all freight is carried by rail to and from the hinterland of the Port of Hamburg, to central and southern Germany, to the Czech Republic and Poland and into the Alpine region. Germany’s export sector, a driving force for the national economy, is particularly reliant on efficient transport links between ports and the hinterland. The federal government’s decision to invest in the upgrade of the Stendal–Uelzen line is in recognition of that fact, and it highlights the national importance of the Port of Hamburg.” Source http://www.portofhamburg.com/en/news/port- hamburg-welcomes-line-upgrade- port%E2%80%99s-hinterland

What Defines a Port’s Hinterland? Effective RAIL connection Strategically selected dry inland ports based on railway terminals in the heart of the hinterland Enough volumes to support block trains on trunk line services between the Port and the dry ports Effective hub-and-spoke network emanating from the dry ports and penetrating the hinterland Notteboom, Theo (2008), The relationship between seaports and the intermodal hinterland in light of global supply chains. European challenges, JTRC OECD/ITF Paper 2008-10.

TRAINOSE, S.A. Prospects of the Cargo and Logistics Railway Industry from Aegean to the Baltic and from Adriatic to Black Sea

Strategic Alliances TRAINOSE obtained in 2012 the European Rail Operator license as well as Safety Certificates A and B. To operate in the other EU countries it only needs to certify its electric locomotives by obtaining the Certificate Type B. Therefore it is fairly straightforward to extend operations to Bulgaria, Romania, Hungary, Austria, Slovakia, Czech Republic, Slovenia, Poland, and Germany which will allow TRAINOSE to offer seamless services from PCT, OLP and the Port of Thessaloniki (OLTh) to Central Europe, Western Europe, Black Sea, Adriatic Sea all the way to the Baltic Sea. The networks of FYROM and SERBIA are closed to competition and offer today the fastest way to central Europe

Συνεργασία με τον ΣΕΒ με οφέλη για την Βιομηχανία και για τη χώρα.   Συνεργασία με τον ΣΕΒ με οφέλη για την Βιομηχανία και για τη χώρα.

Yπηρεσίες Door to door Terminal to terminal Door to terminal Terminal to door Μεταφερόμενα φορτία Παλετοποιημένα φορτία Eμπορευματοκιβώτια

Καθημερινά δρομολόγια Σταθερά χαμηλές χρεώσεις, ανεξάρτητα από τις διακυμάνσεις της ζήτησης Επιβράβευση τακτικών και συνεπών πελατών Συνεχής υποστήριξη από το προσωπικό των Γραφείων Εμπορευμάτων της ΤΡΑΙΝΟΣΕ - Έλεγχος ικανοποίησης πελάτη Εναλλακτική εξυπηρέτηση με αμιγώς οδική μεταφορά στην περίπτωση εκτάκτων διακοπών λειτουργίας της σιδηροδρομικής μεταφοράς, χωρίς προσαύξηση κομίστρου

Έλεγχος διαθεσιμότητας, κράτηση και πληρωμή μέσω διαδικτύου ή μέσω Υπηρεσίας Κεντρικής Τιμολόγησης Βελτιστοποίηση της διαχείρισης του στόλου των φορτηγών και της φόρτωσης του συρμού μέσω εξειδικευμένου λογισμικού Δυνατότητα ιχνηλασιμότητας (track and trace) του φορτίου σε όλη τη διάρκεια της μεταφοράς

Ασφάλεια, αξιοπιστία, ανταγωνιστικά κόμιστρα και φιλική εξυπηρέτηση.

Πλήρεις υπηρεσίες εμπορευματικών μεταφορών, από το σημείο παραγωγής μέχρι το σημείο κατανάλωσης.

OUR STRATEGIC GOAL To become the main rail service provider in South Eastern Europe by serving efficiently the global supply chains from Far East to the SE and Central Europe through GREECE

ΕΥΧΑΡΙΣΤΩ THANK YOU Xie xie ni 谢谢你